diff --git a/crm.rst b/crm.rst index 4a69280ba..119224994 100644 --- a/crm.rst +++ b/crm.rst @@ -3,3 +3,8 @@ === CRM === + +.. toctree:: + :titlesonly: + + crm/salesteam diff --git a/crm/salesteam.rst b/crm/salesteam.rst new file mode 100644 index 000000000..5a5674dcd --- /dev/null +++ b/crm/salesteam.rst @@ -0,0 +1,10 @@ +:banner: banners/crm.png + +========== +Sales Team +========== + +.. toctree:: + :titlesonly: + + salesteam/setup diff --git a/crm/salesteam/setup.rst b/crm/salesteam/setup.rst new file mode 100644 index 000000000..ac13be40a --- /dev/null +++ b/crm/salesteam/setup.rst @@ -0,0 +1,10 @@ +:banner: banners/crm.png + +========== +Sales Team +========== + +.. toctree:: + :titlesonly: + + setup/organize_pipeline diff --git a/crm/salesteam/setup/media/add_column.png b/crm/salesteam/setup/media/add_column.png new file mode 100644 index 000000000..2510ecfd3 Binary files /dev/null and b/crm/salesteam/setup/media/add_column.png differ diff --git a/crm/salesteam/setup/media/image01.jpg b/crm/salesteam/setup/media/image01.jpg new file mode 100644 index 000000000..113fccb0d Binary files /dev/null and b/crm/salesteam/setup/media/image01.jpg differ diff --git a/crm/salesteam/setup/media/image07.jpg b/crm/salesteam/setup/media/image07.jpg new file mode 100644 index 000000000..242844168 Binary files /dev/null and b/crm/salesteam/setup/media/image07.jpg differ diff --git a/crm/salesteam/setup/media/image08.jpg b/crm/salesteam/setup/media/image08.jpg new file mode 100644 index 000000000..5ce40b5ff Binary files /dev/null and b/crm/salesteam/setup/media/image08.jpg differ diff --git a/crm/salesteam/setup/media/image09.jpg b/crm/salesteam/setup/media/image09.jpg new file mode 100644 index 000000000..ffc1635db Binary files /dev/null and b/crm/salesteam/setup/media/image09.jpg differ diff --git a/crm/salesteam/setup/media/team_kanban.jpg b/crm/salesteam/setup/media/team_kanban.jpg new file mode 100644 index 000000000..0ea01d234 Binary files /dev/null and b/crm/salesteam/setup/media/team_kanban.jpg differ diff --git a/crm/salesteam/setup/organize_pipeline.rst b/crm/salesteam/setup/organize_pipeline.rst new file mode 100644 index 000000000..ca7961594 --- /dev/null +++ b/crm/salesteam/setup/organize_pipeline.rst @@ -0,0 +1,164 @@ +======================================= +Set up and organize your sales pipeline +======================================= + +A well structured sales pipeline is crucial in order to keep control of +your sales process and to have a 360-degrees view of your leads, +opportunities and customers. + +The sales pipeline is a visual representation of your sales process, +from the first contact to the final sale. It refers to the process by +which you generate, qualify and close leads through your sales cycle. +In Odoo CRM, leads are brought in at the left end of the sales +pipeline in the Kanban view and then moved along to the right from one +stage to another. + +Each stage refers to a specific step in the sale cycle and +specifically the sale-readiness of your potential customer. The number +of stages in the sales funnel varies from one company to another. An +example of a sales funnel will contain the following stages: +*Territory, Qualified, Qualified Sponsor, Proposition, Negotiation, +Won, Lost*. + +.. image:: ./media/team_kanban.jpg + :align: center + +Of course, each organization defines the sales funnel depending on their +processes and workflow, so more or fewer stages may exist. + +Create and organize your stages +=============================== + +Add/ rearrange stages +--------------------- + +From the sales module, go to your dashboard and click on the +**PIPELINE** button of the desired sales team. If you don't have any +sales team yet, you need to create one first. + +.. todo:: link to the create salesteam page + +.. image:: ./media/image09.jpg + :align: center + +.. todo:: ***Kanban view*** link to the CRM terminologies page + +From the Kanban view of +your pipeline, you can add stages by clicking on **Add new column.** +When a column is created, Odoo will then automatically propose you to +add another column in order to complete your process. If you want to +rearrange the order of your stages, you can easily do so by dragging and +dropping the column you want to move to the desired location. + +.. image:: ./media/add_column.png + :align: center + +.. tip:: + + You can add as many stages as you wish, even if we advise you not having + more than 6 in order to keep a clear pipeline + +Activate the lead stage +----------------------- + +Some companies use a pre qualification step to manage their leads before +to convert them into opportunities. To activate the lead stage, go to +:menuselection:`Configuration --> Settings` and select the radio button as shown +below. It will create a new submenu **Leads** under **Sales** that +gives you access to a listview of all your leads. + +.. image:: ./media/image01.jpg + :align: center + +Set up stage probabilities +========================== + +What is a stage probability? +---------------------------- + +To better understand what are the chances of closing a deal for a given +opportunity in your pipe, you have to set up a probability percentage +for each of your stages. That percentage refers to the success rate of +closing the deal. + +.. note:: Setting up stage probabilities is essential if you want to estimate the expected revenues of your sales cycle + +.. todo:: estimate the expected revenues of your sales cycle (*link to the related topic*) + +For example, if your sales cycle contains the stages *Territory, +Qualified, Qualified Sponsor, Proposition, Negotiation, Won and Lost,* +then your workflow could look like this : + +- **Territory** : opportunity just received from Leads Management or + created from a cold call campaign. Customer's Interest is not + yet confirmed. + + *Success rate : 5%* + +- **Qualified** : prospect's business and workflow are understood, + pains are identified and confirmed, budget and timing are known + + *Success rate : 15%* + +- **Qualified sponsor**: direct contact with decision maker has been + done + + *Success rate : 25%* + +- **Proposition** : the prospect received a quotation + + *Success rate : 50%* + +- **Negotiation**: the prospect negotiates his quotation + + *Success rate : 75%* + +- **Won** : the prospect confirmed his quotation and received a sales + order. He his now a customer + + *Success rate : 100%* + +- **Lost** : the prospect is no longer interested + + *Success rate : 0%* + +.. tip:: + + Within your pipeline, each stage should correspond to a defined goal with + a corresponding probability. Every time you move your opportunity to the + next stage, your probability of closing the sale will automatically adapt. + + You should consider using probability value as **100** when the deal is + closed-won and **0** for deal closed-lost. + +How to set up stage probabilities? +----------------------------------- + +To edit a stage, click on the **Settings** icon at the right of the +desired stage then on EDIT + +.. image:: ./media/image08.jpg + :align: center + +Select the Change probability automatically checkbox to let Odoo adapt +the probability of the opportunity to the probability defined in the +stage. For example, if you set a probability of 0% (Lost) or 100% (Won), +Odoo will assign the corresponding stage when the opportunity is marked +as Lost or Won. + +.. tip:: + + Under the requirements field you can enter the internal requirements for + this stage. It will appear as a tooltip when you place your mouse over the + name of a stage. + +.. todo:: Read more + + - *How to estimate the effectiveness of my sales cycle?* + - *How to estimate expected revenues ?* + + +.. rst-class:: text-muted + +| Written by Geoffrey Bressan (Odoo) +| Proofread by Samuel Cabodi (Odoo)